Account Executive



Sales & Business Development
Germany · Remote
Posted on Thursday, December 21, 2023

There are 2 actors on a network, people and machines. Just as usernames and passwords are used by people to access machines, machine identities are used by machines to identify and access each other. Venafi is the inventor of the technology that manages and protects machine identities, the most important security initiative in our Global 5000 customers. We are Warriors!

Are you passionate about making a positive impact and protecting the world from cybercriminals? If so, you may be a natural Venafi Warrior!

How you’ll be protecting the world:

As an Account Executive, dedicated to existing customer management at Venafi, you’ll be part of an extremely motivated, dedicated, and experienced team that protects many of the largest organizations in the world.

You will manage sales activities for existing customers in Nordics and DACH region and set of target accounts. Venafi Account Executives wield proven expertise in building relationships at the C-Level and technical teams. As an Account Executive, you will sell complex solutions to large customer environments.

Venafi Account Executives work and lead with Sales Development, Solution Architecture and Customer Success/Experience teams as equal partners in the quest to land new customers and expand existing ones.

Key Result Areas:

  • Drive expansion and adoption of Venafi’s software and services
  • Execute sales cycles following the Venafi Playbook and Command of the Message
  • Drive and manage renewals and new revenue (RAB) in a list of existing accounts (many G5000) directly and through Venafi channel partners
  • Drive adoption of Subscription enterprise agreements to ensure long term relationships and maximum contract value
  • Win against the competition selling the value of Venafi’s platform
  • Educate C-Level and technical teams, resulting in sponsorship on Machine Identity Management projects
  • Build relationships with executive decision makers
  • Build trust and credibility at multiple levels in existing and target named accounts
  • Ensure customer success with Venafi solutions
  • Represent Venafi at local and/or industry events (as needed)
  • Maintain accurate Salesforce CRM information
  • Collaborate with other team members in Venafi’s Sales, Support, and Services teams to foster a strong sense of community and information sharing
  • Travel as necessary to client locations (approximately 30%)
  • Drive customer satisfaction and anticipate issues, risks – understanding strategy of the customer and align Venafi account strategy to it – animate Venafi user community inside the account
  • Ability to set and sell value
  • Build and execute an account plan

The ideal Venafi Warrior will be armed with:

  • 5-10 years’ enterprise sales experience
  • Entrepreneurial attitude
  • History of quota attainment and overachievement
  • Value sales experience selling Cloud Native or SaaS products
  • Effectiveness in building relationships within client and prospect companies at the CXO and technical level
  • Demonstrated ability to adapt and evolve and onboard new ideas
  • Strong desire for salesforce data integrity to drive personal and company forecasting
  • Leadership
  • Professional fluency both spoken and written of German (C2) and English language

What sets you apart?

  • Demonstrated commitment to continued learning and self-improvement
  • Sales success in at least 1 high growth startup, preferably in the last 5 years
  • Experience in Software companies of various sizes
  • Comfortable incorporating and adopting sales tools and platforms (e.g., SFDC, Confluence) where information is shared more widely across teams
  • Understanding of the value that will be realized by solutions that solve the problem of managing machine identities
  • Exhibits high energy, competitiveness, leaning forward, aggressive with goals/numbers, over-achiever, go-getter, desire to win

More About Venafi:

Venafi is the undisputed leader in Machine Identity Management. Why? Because we created the category and are light years ahead of anyone that would consider competing! Gartner has recognized Venafi as number one in our space and as it turns out, one is NOT the loneliest number!

Venafi is the inventor of the technology that secures and protects machine identities. The Venafi platform provides visibility, intelligence, and automation for SSL/TLS, IoT, mobile, cloud native, Kubernetes, and SSH machine identity types. Many of the largest organizations in the world use Venafi.

Billions of dollars have been spent protecting usernames and passwords and almost nothing managing machine identities—organizations are just now realizing that managing and protecting machine identities is as important as managing usernames and passwords. The bad guys know this and are using stolen or forged machine identities in their cyberattacks. In fact, Gartner says 50% of network attacks will use machine identities.

Come help us protect the world!